Wheeler Machinery
Vice President of CI Sales & Services
Wheeler Machinery, Salt Lake City, Utah, United States, 84193
Vice President of CI Sales & Services
Salt Lake City, UT
Job Type
Full-time
Description
The Vice President of Sales and Services is a key member of the senior leadership team, responsible for executing on revenue growth, market share, and customer centric strategies across Construction Industry sales and service channels. This role oversees Prime Equipment Sales, Aftermarket Sales (Parts & Service), and ensures achievement of performance metrics including PINS (Prime Industry Sales), POPS (Parts Opportunity Sales), POLS (Labor Opportunity Sales) and STUs (Parts Sales to Users) in the Construction Industries Division.
Overview
Sales Management
Direct and align prime and aftermarket sales teams that facilitate a customer centric approach.
Ensure sales teams and management are trained, equipped, and motivated to meet or exceed targets.
Monitor market trends and adjust strategies to maintain our competitive advantage.
Ensure alignment with Caterpillar’s Aftermarket strategies and initiatives.
Performance Metrics
Own and drive achievement of all sales KPIs including:
PINS – Prime Industry Sales
STUs – Parts Sales to Users
POLS – Labor Sales
Analyze performance data and implement corrective actions as needed.
Strategic Leadership
Work with the VP of Business Develop to execute a comprehensive sales and services strategy aligned with dealer and Caterpillar goals.
Foster a culture of safety, accountability, continuous improvement, and customer focus.
Be an engaged and active member of the Wheeler Machinery Co. senior leadership team.
Team Development
Foster a “One Unified Team” culture within sales and across Wheeler Machinery Co.
Recruit, develop, and retain top talent across sales and service teams.
Provide coaching and mentorship to direct reports and emerging leaders.
Qualifications
10+ years of progressive leadership experience in heavy equipment, construction, or industrial sales/service.
Proven track record of achieving sales targets and driving aftermarket growth.
Strong understanding of Caterpillar dealer operations and performance metrics.
Exceptional leadership, communication, and strategic thinking skills.
Preferred Attributes
Deep Industry Knowledge
Proven experience in heavy equipment, construction, mining, or industrial sectors.
Familiarity with Caterpillar dealer operations, systems, and KPIs (PINS, POPS, STUs).
Understanding of customer segments and buying behaviors in your territory.
Strategic Sales Leadership
Track record of leading high-performing sales teams across multiple product lines.
Ability to develop and execute sales strategies that drive market share and profitability.
Experience managing both Prime (new/used/rental) and Aftermarket (parts/service) sales.
Performance-Driven Mindset
Strong grasp of Caterpillar metrics:
PINS – Prime Industry Sales
POPS – Parts Opportunity Sales
STUs – Sales to Users
POLS – Labor Sales
Ability to analyze performance data and implement corrective actions quickly.
Customer-Centric Approach
Skilled in building long-term customer relationships and loyalty.
Experience with customer segmentation, lifecycle management, and service excellence.
Operational & Financial Acumen
Comfortable managing budgets, forecasts, and profitability targets.
Understands how to balance growth with operational efficiency.
Leadership & Team Development
Strong people leader with a track record of developing talent and building culture.
Ability to align cross-functional teams (sales, service, support) toward common goals.
Technology & Systems Fluency
Familiarity with CRM systems, dealer management platforms, and Caterpillar digital tools.
Comfortable using data and technology to drive decisions and improve performance.
Safety
Ability to champion a world-class safety culture across all sales and service operations. Capability to model safe behavior and hold teams accountable for maintaining high safety standards.
An inherent desire to integrate safety into all aspects of the business—from customer interactions and product demonstrations to strategic planning and aftermarket service delivery.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c). Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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Sales Management
Direct and align prime and aftermarket sales teams that facilitate a customer centric approach.
Ensure sales teams and management are trained, equipped, and motivated to meet or exceed targets.
Monitor market trends and adjust strategies to maintain our competitive advantage.
Ensure alignment with Caterpillar’s Aftermarket strategies and initiatives.
Performance Metrics
Own and drive achievement of all sales KPIs including:
PINS – Prime Industry Sales
STUs – Parts Sales to Users
POLS – Labor Sales
Analyze performance data and implement corrective actions as needed.
Strategic Leadership
Work with the VP of Business Develop to execute a comprehensive sales and services strategy aligned with dealer and Caterpillar goals.
Foster a culture of safety, accountability, continuous improvement, and customer focus.
Be an engaged and active member of the Wheeler Machinery Co. senior leadership team.
Team Development
Foster a “One Unified Team” culture within sales and across Wheeler Machinery Co.
Recruit, develop, and retain top talent across sales and service teams.
Provide coaching and mentorship to direct reports and emerging leaders.
Qualifications
10+ years of progressive leadership experience in heavy equipment, construction, or industrial sales/service.
Proven track record of achieving sales targets and driving aftermarket growth.
Strong understanding of Caterpillar dealer operations and performance metrics.
Exceptional leadership, communication, and strategic thinking skills.
Preferred Attributes
Deep Industry Knowledge
Proven experience in heavy equipment, construction, mining, or industrial sectors.
Familiarity with Caterpillar dealer operations, systems, and KPIs (PINS, POPS, STUs).
Understanding of customer segments and buying behaviors in your territory.
Strategic Sales Leadership
Track record of leading high-performing sales teams across multiple product lines.
Ability to develop and execute sales strategies that drive market share and profitability.
Experience managing both Prime (new/used/rental) and Aftermarket (parts/service) sales.
Performance-Driven Mindset
Strong grasp of Caterpillar metrics:
PINS – Prime Industry Sales
POPS – Parts Opportunity Sales
STUs – Sales to Users
POLS – Labor Sales
Ability to analyze performance data and implement corrective actions quickly.
Customer-Centric Approach
Skilled in building long-term customer relationships and loyalty.
Experience with customer segmentation, lifecycle management, and service excellence.
Operational & Financial Acumen
Comfortable managing budgets, forecasts, and profitability targets.
Understands how to balance growth with operational efficiency.
Leadership & Team Development
Strong people leader with a track record of developing talent and building culture.
Ability to align cross-functional teams (sales, service, support) toward common goals.
Technology & Systems Fluency
Familiarity with CRM systems, dealer management platforms, and Caterpillar digital tools.
Comfortable using data and technology to drive decisions and improve performance.
Safety
Ability to champion a world-class safety culture across all sales and service operations. Capability to model safe behavior and hold teams accountable for maintaining high safety standards.
An inherent desire to integrate safety into all aspects of the business—from customer interactions and product demonstrations to strategic planning and aftermarket service delivery.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c). Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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